Blog – Wallace’s Words of Wisdom
Where business and sales leaders find tips for improving your results.
Remote Selling as the New Normal
The reality that we live in today means we're going to be utilizing remote selling more than ever. Not only is it here now, but there are a lot of business leaders that believe it's going to continue as we move forward, at least at their organization, if they can...
Document Results
As a cyclist, I document all my results. I track my ride, my route, my distance, average speed, average heartbeat, cadence, and other statistics. Now, while many cyclists do this, there are many others that just ride their bike. They don't care how far or fast they...
Ideal Customer Profile
As the COVID-19 pandemic continues, are you faced with more time as business slows down? Or maybe you have more time simply because you’re not traveling, either to the office or to customer locations. What to do with that extra time? Last week I mentioned I was going...
When the going gets tough
What do you do when the going gets tough - like it is right now. Do you fold your tent and go home, or do you figure out a way to thrive in spite of the circumstances you find yourself in? Check this out for some ideas... Want to learn more? Contact me HERE or call me...
What do you do if you get an inquiry for more information
What if after a call, or a meeting, your prospect asks for more information, like a case study? Well, it depends on the context of the meeting. Check out this video for more information. Want to learn more? Contact me HERE or call me at (414) 375-0253. This content is...
A Long Held Sales Theory – Is it True?
Let’s take a look at a long-held sales theory… I know many of you are not going to like what I’m about to say. That’s okay - all I ask is you consider this with an open mind. You’ve all heard the axiom that people buy from people they know, like, and trust. It sounds...
Do you know why your customers buy from you?
When asked why their customers buy from them, I hear from my clients, and others, things like: “We have great customer service." “We are customer-focused and have great subject matter experts." “We make hard to engineer parts to exacting standards using Lean and Six...
No One Wants To Change
The research is pretty clear - your prospect does not want to change what they are doing. Why? Human nature. Despite all the talk about how we want and embrace change, it’s human nature to be averse to change. Daniel Khaneman won a Nobel Prize with his discovery that...
Tobacco, Leeches, & Cocaine
We now know that sales conversations are not a ‘one size fits all’ proposition. You have to have the right conversation at the right time.
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